18 Essential Sales KPIs: What to Measure and How to Track Everything
Steli Efti, co-founder and CEO of Close, walks through the sales numbers worth tracking, from monthly growth and lead conversion to CAC, lifetime value and churn. Each comes with a plain formula. The article has since grown to 22 metrics, and its core advice is to track only the few that matter to your business and keep the data clean.
Read the original on blog.close.com ↗
We link to the original and never republish it. All credit to Steli Efti.
Key takeaways
- Track monthly sales growth with a simple formula: this month minus last month, divided by last month.
- Measure customer acquisition cost across sales and marketing together, not sales alone.
- Watch churn three ways: lost revenue, lost customers, and passive churn from failed payments.
- Use the 30/30/50 benchmark for cold email: 30% opens, 30% replies, 50% of replies converting.
- Set quotas people can hit; Efti warns that unrealistic targets lead to burnout.
Who it's for
Founders building their first sales team who need to know what to put on the dashboard.
Why it's worth your time
It's a practical checklist with a formula for each metric, and it has been kept up to date.
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